The Single Most Important Aspect of Technical Selling

This is not going to be a groundbreaking piece of advice. There is only one tried and true method for closing more business than your competitors, and that is to follow up, follow up, follow up, follow up, and then when you’re done, follow up some more.

There has been much debate over how many touches it takes to get a prospect interested, but let’s just say it takes a lot.

A client once confided that their entire sales team works new leads by sending one follow up email and signs off with “let me know if you need anything”. That’s it. Then they wait and see.

Well, the problem here is that they would have reached out in the first place if they had needed anything.

The key is to always be giving them something relevant and valuable. Don’t bug them to the point where they hate you.

Meet with them at trade shows. Call them. Connect on LinkedIn. Send useful emails that get them interested. Showing up counts for a lot more than you would think.

Be a real person that they can learn to depend on to solve their problems.